| The
Effective Salesperson |
Objectives:
- Learn a technique for selling an inexpensive
product in a retail store.
- Recognize a buyer's thought processes in making a
purchase.
- Elicit information from a prospective buyer
through questions.
- Match the buyer's situation with the most
appropriate product.
Time: 3-4 minute speech to
introduce scenario, 3-5 minute roleplay |
|
Conquering the "Cold Call" |
Objectives:
- Learn a technique for "cold call" selling of
expensive product or services.
- Recognize the risks buyers assume in purchasing.
- Use questions to help the buyer discover problems
with his or her current situation.
- Successfully handle buyer's objections and
concerns.
Time: 3-4 minute speech to
introduce scenario, 5-7 minute roleplay, 2-3 minute discussion |
| The
Winning Proposal |
Objectives:
- Prepare a proposal advocating an idea or course
of action.
- Organize the proposal using the six-step method
provided.
Time: 5-7 minutes |
|
Addressing the Opposition |
Objectives:
- Prepare a talk on a controversial subject that
persuades an audience to accept or at least consider your viewpoint.
- Construct the speech to appeal to the audience's
logic and emotions.
Time: 7-9 minutes, plus
2-3 minutes for Q&A |
| The
Persuasive Leader |
Objectives:
- Communicate your vision and mission to an
audience.
- Convince your audience to work toward achieving
your vision and mission.
Time: 6-8 minutes |